Question 1

Research conducted on a major consumer packaged goods company by G.K. Hunter and W.D. Perreault Jr. found that the total effect of sales technology orientation on __________.

Accepted Answer

The answer of Research conducted on a major consumer packaged...

Question 2

Some of the basic considerations that must be thought about when looking for an SFA solution incled all of the following EXCEPT.

Accepted Answer

The type of industry is not a basic consideration for an SFA solution, as SFA solutions are generally designed to be adaptable across various industries. The other options are more directly related to the functionality and scalability of the SFA solution.

Question 3

Research by Ahearne, Srinvasan and Weinstein on saleperson usage of a SFA system over a three month period found that an SFA system usage rate of ____ hits on the system by a salesperson over this three month period was ideal.

Accepted Answer

The correct answer is A because the research found that an SFA system usage rate of 488 hits on the system by a salesperson over this three month period was ideal.

Question 4

_________ analyze, score and route potential customers to the appropriate sales personnel.

Accepted Answer

Lead Management systems analyze, score and route potential customers to the appropriate sales personnel based on factors such as their demographic information, behavior patterns, and purchasing history.

Question 5

_____allow you to design and automate virtually any process, including product or service configurations, customer service, scripts for telesales, sales methods, quotes , sales and contract processes.

Accepted Answer

Workflow automation tools are specifically designed to automate processes, including the ones mentioned in the question. SFA solutions, channel management systems, contract management systems, and pipeline management systems may have some process automation capabilities, but they are not specifically designed for this purpose.

Question 6

____ provide an organization with the capability to recruit VDN partners.

Accepted Answer

PRM (Partner Relationship Management) methodologies are specifically designed to help organizations recruit, manage, and support their partners, including VDN (Value-Added Distributor Network) partners.

Question 7

Gartner has found that organizations investing in on-demand PRM benefit from more than a _____ increase in capturing new deals through registration processes and more than a ____ increase in visibility of leads managed by partners.

Accepted Answer

Gartner has found that organizations investing in on-demand PRM benefit from more than a 25% increase in capturing new deals through registration processes and more than a 40% increase in visibility of leads managed by partners.

Question 8

_____ take an existing product or service from another organization, add value to the product or service, and then resell that newly formed product or service.

Accepted Answer

VARs, or value-added resellers, take an existing product or service and add value to it before reselling it to customers. This can include providing additional features or services, customizing the product for specific industries, or integrating it with other software or hardware.

Question 9

_____ are created around the needs of the customer.

Accepted Answer

Core selling teams are typically made up of individuals or teams focused on selling products and services that are tailored to meet the specific needs of the customer. They work closely with customers to understand their unique requirements and develop solutions that meet those needs. The other choices listed may work with customers to some extent, but they do not necessarily focus primarily on meeting customer needs in the same way that core selling teams do.

Question 10

When evaluating levels of trust between a salesperson and the customer versus the manufacturer and the customer, Kennedy, Ferrell and LeClair found that he primary influences of customer satisfaction were, in order of importance:

Accepted Answer

The study found that product quality was the most important factor influencing customer satisfaction, followed by the salesperson's level of caring about the customer, competence of both the salesperson and manufacturer, and finally the use of low-pressure selling tactics. Privacy issues are not mentioned and therefore not a relevant factor in this particular study.

Quiz 8: Business-To-Business CRM